Abstract
We reconsIDer bargaining models developed to determine fair and reasonable solution outcomes for bargaining problems. Based on these models we develop novel negotiation support methods that will be able to produce on demand recommendations during a negotiation process. We first briefly discuss Raiffa's solution of balanced increments and, based on that IDea, propose another solution based on balanced concessions. The combined application of the bargaining process models associated with these solutions leads to a flexible negotiation support method. A risk sharing negotiation problem illustrates how to implement our negotiation support method in a negotiation case.
Resumen
En este artículo reconsIDeramos algunos modelos de regateo originalmente desarrollados para la obtención de soluciones equitativas y razonables a problemas de negociación. Basándonos en dichos modelos, se proponen nuevos métodos de apoyo a la negociación capaces de producir recomendaciones en cualquier momento de un proceso de negociación. En primer lugar, discutimos brevemente la solución de incrementos equilibrados propuesta por Raiffa. A partir de dicha IDea, proponemos otra solución basada en concesiones equilibradas. La aplicación combinada de los modelos de los procesos de negociación asociados con estas soluciones nos permite proponer un nuevo método de apoyo a la negociación. Un problema sobre cómo distribuir recursos para afrontar riesgos compartIDos entre dos países ilustra cómo aplicar nuestro método de apoyo a la negociación.
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Submitted by Francisco Javier Girón González Torre
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Rios, J., Rios Insua, D. Balanced increment and concession methods for negotiation support. Rev. R. Acad. Cien. Serie A. Mat. 104, 41–56 (2010). https://doi.org/10.5052/RACSAM.2010.05
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DOI: https://doi.org/10.5052/RACSAM.2010.05
Keywords
- Negotiation analysis
- negotiation support
- bargaining solutions
- balanced increments
- balanced concessions
- risk sharing